Full Catalog of Real Estate Training Videos

Intro To Prospecting

This is the introduction to the first session of our comprehensive 12 session system, The Mentor Series II©. It is so easy and enjoyable to watch, you won't even realize how much you're learning!

Create Acceptance & Present the Marketing Plan

Difference between a feature and a benefit and how to present them. N-F-B statements. Need-Feature- Benefit. Present your Marketing Plan. Present the solutions that satisfy their needs. Value Added selling describes your point of difference.

Questioning Skills

Fear of prospecting goes away when you realize that it’s not what you Say, but what you ASK. Two types of questions: open and closed.

Close for the Listing

Now it’s time to get their decision to list with you. Summarize the benefits and ask for the order. Act or Ask. Assertive vs. Aggressive closing techniques.

Determine Who is Ready, Willing & Able

Instead of forcing people to act, find those who are already acting. Deepak Choprah philosophy: Let Go of the outcome. Key skill of DISqualifying. Three Critical Questions to ask buyers. Questions to ask prospects.

Categories of Resistance

Three categories of resistance: objection, doubt, indifference. Six steps to handling an objection. The fast answer is not the right response.

Convert Sign and Ad Calls

Telephone technique to qualify and convert prospects, determine their motivation and secure.

Questioning Objections

Before you answer an objection, question it first. Determine the real issues beneath the objection.

Establishing a Referral System

Number one source of business. Three elements of a system: names, database, dialog Client appreciation events. How to ask for a referral. Using “NEXT” in your questioning.

Commission Objections

Commission objections are the most difficult of all real estate situations. Learn how to do value added selling, take a position of strength and be willing to walk away.

Create Traffic, Preparation

How to get prospects from Open Houses. Create traffic by contacting prospects, buyers, friends and neighbors. How to prepare for an open house.

Separate Listing from Pricing, Present the CMA

Don’t lead with the CMA, lead with listing, then follow with pricing. Get it priced right...now. Save your reputation, get your listing sold faster.

Establish rapport, Debrief, Ask for appointment

Techniques for an open house, meeting the prospects and giving a reason to return and talk to you. Probe to determine their situation.

Respond to Pricing Objections

How to respond to specific pricing objections. “Our home is better”, “They can always make an offer”, “We can always come down”, “Couldn’t we just try it for a couple of weeks.”, “We’re moving to a higher priced market”.

Things Not to Do, Making Contact

If you can do FSBOs, you can do anything. Three things NOT to do. How to make the first contact. What to say, what to hand out.

The First Meeting, Needs & Motivation

Buyers are not liars, we just don’t ask the right questions and listen. You must begin the process with a buyer counseling interview.

Follow up, Qualifying Questions, Listing Presentation

Questions to ask FSBOs to lead them to the belief they need an agent. How and when to follow up on a FSBO.

Financial Qualifying & Prepare Buyers to Buy

Overview of financial qualifying. Prepare your buyers to buy. Address barriers now, before they arise: how many homes to see, being ready to buy the first one, willing to pay market value.

Understand and Contact Expireds

Difference between Expireds and FSBOs. Key questions to ask. Role play demonstration of contacting Expireds. Three reasons why listings expire.

Showing Sequence and Guidelines

Preparing for showings. The DCAB method to sequence your showings. How to avoid “sticker shock” by playing the game “The Price is Right” to teach the market. Showing guidelines.

Questions at First Meeting

Key question ask the owner of an expired listing. Marketing Pyramid as a basis for the seller counseling discussion. Determine why the listing expired.

Closing, Writing the Purchase Agreement

Begin the closing process. How to get a full price offer. Getting the “good deal” or getting the “good house.” Handling difficult offers.

Preparation for the Listing

First meeting with a seller to determine their situation. One call vs. two call. How to prepare for your listing presentation. Overview of a pre-listing package and the benefits of its use.

Negotiation Strategies, Presenting the Agreement

Myths and stereotypes of negotiating. Establishing an objective standard as a basis of negotiating. Prepare to present the offer. Multiple offer presentations.

Establish Trust & Determine Motivation

Advanced techniques to establish trust with your sellers and buyers. How to delay the the discussion of price by delaying the tour of the home. Determine seller motivation and urgency.

Coop offers, Counter Offers, Customers for life

The Very Low offer presentation. How to handle seller resistance from the low offer. Keep your customers for life.

Preparation for the Listing

How to open a listing presentation. The importance of visuals. The Marketing Process chart as a track to follow throughout the presentation.

Be There, Sources, Follow Up, Systematic

Four ways to increase income. Being good gives you the right to be in the business, being There is how you get paid. The importance of follow up. Discipline to stay on task using daily plans, systems, Activity vs. Income relationship.

Agency and Loyalty, Prepare them to Buy, Showing

You want the buyers to buy from you. Teach agency up front, then get a signed agreement now. Prepare yourbuyers to buy by addressing key issues up front: how many homes they should see, when they expect to find a home, feeling about paying market value.

Contact Management, Time Based Questions, Referrals

Contact management system. Skill of determining who is a prospect based upon their timing and urgency. Timebased questioning skill. The two key questions to ask to get referrals.

Dynamics of a Changing Market, Seller Motivation

How to sell real estate in a declining market by focusing on motivation and dramatic demonstration of pricing concepts.

Real Touch Promotions

How to stay in touch with your customers using customer appreciation methods. Mailings: do they work? What to send.

Seller Education

Educating sellers to price, or reduce to market value in a declining market. One of the best demonstrations of an agent doing a CMA Field Trip with a seller to play the “Price is Right.”

Rules of the CMA, Importance of Pricing

CMA philosophy: three parts to listing. How sellers should select a real estate agent: marketing, not price. Save price until the end. Rules of CMAs.

Absorption Rate, Price Reductions, Upside Down Sellers

How to compute and present Absorption Rate to use months of supply to price properly Agent demonstration of securing price reductions.

Criteria That Determine Value, Objective Standard

Selecting comps for your CMA. Criteria that determine value: Location, Size, Amenities. Agent demonstration of presenting competing homes for sale. Use the X-Ray as an example to establish an objective standard for pricing.

Growing the Business, Referrals

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of growing the business and getting referrals.

Adjusting Differences, CMA Summary

When your comps are different from the subject property, how do you still use them and adjust for differences?

Generating Leads, Prospecting, Marketing

Bob Wolff is one of the top agents in the U.S. He shares all of his methods of developing referral business from his current customers and clients.

Need Satisfaction Selling, Interview Skills, Motivation

Need Satisfaction Selling: Need-Feature-Benefit. How to establish trust and rapport.

Securing Listings, Pricing & Commission Objections

Bob Wolff generates more than $100 million in annual sales. He discusses how he gets listings, deals with overpricing and overcomes commission objections.

Motivations, Expectations, Readiness to List

Probe beneath reasons to motivation. Determine who is a real seller now. Sellers will actually tell you what to do to get their listing...if you ask the right questions.

Working with Buyers, Showing

Bob Wolff generates more than $100 million in annual sales. In this session Bob discusses and demonstrates how he works with his real buyers. Begins in the car on the way to his showings through his actual showing process.

Need-Feature- Benefit, REALmarketing Sequence

Learn a listing presentation using Need-Feature-Benefit statements that follow The REALmarketing Sequence; an 8-step track on which to use on any listing presentation. It is logical, sequential, seller focused and benefit oriented.

Managing the Business, Systems, Staff, Goals

Bob Wolff generates more than $100 million in annual sales. This session focuses on how to manage the business, how he hires staff and how he organizes his time, contacts and phone calls.

REALmarketing Steps 1-4

The first four steps of the REALmarketing Structure: Marketing Management, Exposure to Agents, Exposure to Public, Secure Prospects.

Closing, Assertive vs. Aggressive, Closing mistakes

Closing getting a decision. Don’t take “maybe” for an answer. Learn Assertive vs. Aggressive closing techniques.

REALmarketing Steps 4-8

The final steps of the REALmarketing Structure: Demonstrate the Home (showings), Secure Agreement to Purchase (closing), Closed Transaction (financing and processing) and Net Equity Check. Excellent agent demonstrations of all of these steps.

Establishing Needs, Implied consent

Implied consent, assumptive closing in which you proceed as if you have the sale or listing. If they don’t stop you, then continue to the decision.

Time to Get Help, The First Hire

Are you overwhelmed? Has your business grown to where you need help? Learn how to get help and how to build a team.

Trial Closing, How to Close, Types of Closes

How do you know when to close? How do you know if it’s OK to close? Use trial closes to test their feelings, opinion and readiness to decide.

Building a Team, Managing and Leading

Hear how our SELLebrity agents grew their teams and how employees helped grow their business. They will discuss hiring considerations using the DISC® system.

Anticipate, The PAID Method, Pause

Instead of jumping to an answer to an objection, follow a process first. Use the P.A.I.D. process: Pause, Acknowledge, Isolate and Discover.

Systems, Administration

A system is a series of repeatable behavior to create predictable results and better customer service. Two types of systems, non-technology and technology based. Agent and team member interviews about how they use their systems; contact management, lead generation, customer management, transaction management. Administration; how to manage time, compensation, payroll, accounting, etc.

Acknowledge, Isolate, Discover

Learn how to address objections by acknowledging, isolating and probing for their real concern.

Buyer Counseling, Agency, Expectations, Urgency

These methods work on all buyers. You will learn how to get the buyers who going to buy, buy now and buy from you. How to begin the buyer counseling interview by opening, greeting and establishing rapport.

Attitudes of Resistance, Answering Objections

Three attitudes of resistance: Objection, Doubt and Indifference. How to respond differently to each.

Needs & Motivation, Financial

You must diagnose before you prescribe. Determine their specific housing needs, then proceed to uncovering their dominant motivation, the emotion that will ultimately drive their purchase.

Get Your Buyers to Buy Now

The transition from a seller’s market to a buyer’s market brings the challenges of high inventory and skeptical buyers. How do you get them to buy now?

New Year Action Plan

Learn techniques for starting off a year, a month or a day. You will focus on establishing a budget, converting income to activity and planning daily behaviors to hit your targets

Questions That Turn Prospects into Clients

The most important skill of selling is ASKing, not talking. In this session you will learn the specific questions that determine which prospect is most likely to be a customer or client.

Negotiating Low Offers

How to narrow the gap between your buyer’s low offer and the seller’s high asking price.

How to Cure P.D.S. Pricing Denial Syndrome

Some sellers just do not believe the market. You must have methods and communication skills to break through their belief system. See the steps to getting a price reduction.

Securing Higher Offers

Regardless of whom you represent, you must write and agreement that has a chance of acceptance. Focus on interest instead of position, establish an objective standard.

No Difference? No Deference.

How to overcome commission objections by having and presenting a point of difference

Seller Motivation: Sell or Stay

Overpriced listings are usually the result of lack of seller motivation. This seminar addresses the key question; “Do you want to Sell or Stay.”

Managing Expectations

Ever had a seller complain that the home sold too fast? Ever had an appraisal come in low? You must anticipate and prepare for problems by bringing them up in advance.

Mastery of the Game of Selling

By treating selling as a game, you become less attached to the outcome, reduce your stress, relax and actually perform better. This is an introduction to the concept of natural, feedback-sensitivity selling.

Separate Pricing from Listing

If you lead with price, you’ll lose with price. You must separate these discussions by presenting marketing first and saving price until last.

Overview of the Short Sale

This is not a seminar on short sales, but an overview of the process and requirements for the successful completion of one. You will be able to recognize the situations in which your sellers qualify for a short sale.

Values Based Goal Setting

Three levels of life planning: Values, Goals and Objectives. Use this information for your personal and professional goals to achieve balance in your life.

The Low Appraisal & the HVCC

The HVCC has caused appraisals performed by outof- area appraisers, coming in low and killing the transaction. Learn how to prepare your sellers and buyers for these appraisals, plus techniques for saving the transaction once it does come in low.

The Upside-Down Seller

For the upside down seller, there are no good alternatives, only less painful ones. Learn how to deal with these homeowners.

Answer the %#^@ Phone!

No one seems to want to answer the #^&* phone! Learn the importance of responsiveness and what questions to ask to convert a caller into a prospect.

Open House Techniques That Secure Buyers

After this presentation you will view open houses more favorable and have techniques to make them work for you. You’ll see an interview top agent Bob Wolff as he discusses his success with open houses.